Members of the Sales Training Learning Community share the following articles to enhance understanding of best practices, learning solutions, and emerging trends in sales training. Members may click on a link to access the article.
Confronting the CRM Challenge
by Walter Rogers, CEO Baker Communication
For the last couple of years now, all the buzz in business has been about the Sales 2.0 revolution. By Sales 2.0, I am referring to the way technology – especially Web-based strategies and applications …
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Customer Value Focus-Number 7 in the Best Practices of High Performing Sales Teams Article Series
by Steve Andersen, President, PMI
High performing sales teams discover how their customers define value and then engage and execute accordingly. They recognize that when their sales efforts are focused on the value expectations of the customer, the relationships that …
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January Discussion Topic: Loaded Questions
by Conrad Elnes, Chairman of STI International
Your response to a loaded question is often the silent killer of a
sale. Review past sales that seemed ready to close and then
silently slipped away, and you are likely to discover that your
answer to a …
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Overcoming the 10 Biggest Mistakes Sales Managers Make
by Kevin Davis, President of TopLine Leadership, Inc.
1. Fail to shift from “super salesperson” mode to managerial mindset
Solution: Learn what it takes to be an excellent sales manager
2. Continually fight fires
Solution: Firefighting comes from a lack of priorities …
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Want to Get Your Phone Calls Returned?
by Kate Tunison
By: Kate Tunison, President - www.presentingplus.com
Have you ever been frustrated by trying to get someone to call you back? As a sales person, you can spend a lot of time finding the right person and …
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Eliminating the Obstacles to Closing Sales
by Conrad Elnes, Chairman of STI International
…
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Discussion Topic-Developing the Sales X-Factor
by Conrad Elnes, Chairman of STI International
What do Tiger Woods, Michael Phelps and the Pittsburgh Steelers have in common? Answer: An “X- Factor." Teaching your sales team to apply the “X- Factor” in their skill development can set each person on …
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Discovering Your Value
by Joe Merlino, President Emergent Educational Services
First, value is a term too often and too liberally used in professional conversation. What does value mean? Is it the national
brand, the international company, the most technologically advanced product? Is it the local firm, …
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What Happens When You Don’t Train Your Sales Managers
by Kevin Davis, President of TopLine Leadership, Inc.
Situation: a company’s top sales rep is promoted to sales manager, but does not receive training on how to perform a sales manager’s duties and responsibilities. Here’s what happens then…..…
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Creating and Selling Competitive Advantages
by Conrad Elnes, Chairman of STI International
Are you trying to identify solutions for the most prevalent obstacles to reaching your sales goals?
• Stalled Sales
• Longer Sales Cycles
• Constant demands for price discounts
If these challenges are holding you back, join the …
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Inspect what you Expect
by Howard Highsmith
Here’s an ‘expectation’ for you: Most CRM-generated sales
forecasts on the market today misrepresent the actual value
of near term revenue. CRM software is a great tool for
managing sales activity and more. …
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The Ying and Yang of Business Building
by Drew Stevens, PhD
Your ability to build brand offers a host of blessings such as customer loyalty, price inelasticity and long term profits. A loyal customer is nine times more profitable as a disloyal one. Further an existing …
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The Best Practices of High Performing Sales Teams: ‘Consultative Selling Skills
by Steve Andersen, President, PMI
The names of commercial sales training programs can be confusing. After all, what constitutes an “advanced” skills program to one organization may be perceived by another as being quite basic, or even elementary. Yet what …
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3 Competencies That Affect Performance in Sales and Business Development
by Joe Merlino, President Emergent Educational Services
When we explore the concept of performance management in the context of sales and business development, we look at a myriad of actions that need to occur in order to achieve the individual goals of …
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Solution-Selling Clarified
by Conrad Elnes
Sometimes we "make a mountain out of a mole hill." The current tendency, when considering sales methodology, is to promote the idea of Consultative or Solution Selling. But, is that the best model for all …
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